Sales has been an ongoing theme in my recent episodes. Or it certainly feels like it has. I think that’s because of recently launching my Pure Programming course and also prepping several of my business clients for their own launches or increases in sales.

Fact of the matter is - if you own a business you need to make money, and many of us in the health and fitness industry did not get a degree in marketing and or sales. And perhaps you don’t have any experience in sales. I know I certainly didn’t. And I also had no interest whatsoever in sales when I started my business because I associated sales with a scammy preconception.

My only experience on the consumer side of sales at this point was at Globo Gyms when they try to sell you on a complementary personal training session after signing up as a member. Or walking into American Eagle or Hollister and being bombarded by the sales associate before I’ve even looked at anything. Or the typical car salesman. Those are the ones that stick out in my mind anyway. I will say that I had positive experiences at Apple because they are not paid on commission. (We asked). So there feels like there’s far less ulterior motive going into them finding you the right product for what you need. 

Which truly brings us to sales. And what it means for you as an online health and fitness coach.

3 Questions to Ask Yourself for More Successful Sales

* What is my result?

The problem you solve - your promise

I remember the first time I had a colleague look over my sales page for a new service. Due to the fact that I don’t use sales calls, my sales pages need to be very clear when it comes to what it is that I am offering. She asked me what the main take away was from the program. Such a simple question, and some thing that I didn’t know. But it hadn’t made it onto the sales page. One of that should literally be the biggest boldest sentence at the top of the sales page.

We so often just create a service or start coaching without a clear result. And I know that it can be easy for your brain to go to things like losing 10 pounds in ‘x’ amount of time or get strong and gain mobility. But you do have a result and you need to make that clear. Typically we all have a tangible result of some kind. Immeasurable result. Clients being able to lift more weight or gain range of motion, they lose fat or body weight. Or they gain muscle mass. And then there is an emotional result. And this can look a lot of different ways. But I like to think of it as where they were when they started with you from an emotional and mental standpoint, to where they end up during and after the process of working with you.

The feeling of being incapable to feeling capable. The feeling of being lost to having direction. Feeling neutral in their skin. Feeling more ease, or joy. These are also results that you can market within your program. It doesn’t have to be these typical fitness industry results that are so often marketed. And there’s nothing wrong with weight loss or gaining strength, but I think that you probably have more than that to offer your potential clients.

So if you can identify 1 to 2 main takeaways and results from your service that is going to help you more clearly sell that service.

And if you’re unsure on that, ask your current clients or look back on testimonies, or do some market research with your audience if you haven’t started taking clients yet.

You can also just decide for yourself what you want it to be. As long as you can actually deliver on that which brings us to number two.